 Hello, welcome to theCUBE's coverage of Bumi's out of this world. I'm John Furrier, host of theCUBE, the two great guests here. Chris Port, Chief Operating Officer of Bumi and Mandy Dallywall, who's the Chief Marketing Officer of Bumi. Chris, Mandy, great to see you. Thanks for coming on theCUBE. Appreciate it. Great to see you, John. Thank you for having us. This segment is really about the Bumi trend and customers and the success you guys had, obviously, now on a new trajectory. Go to the next level. You had a lot of trajectory and success. Chris, as the Chief Operating Officer, we've talked many times about the customer base and growing poised perfectly for this next wave. Give us the update on the macro trends around your customer base and how Bumi's helping them and how you're getting your growth. Absolutely. And John, I really look forward to seeing you face-to-face hopefully, soon and later. Yo, yo, again, this is a great moment in time. We're now north of 18,000 customers, 800 partners globally. We've actually seen an acceleration in the business through the pandemic. Obviously, people are trying to do more with less. So it's just an amazing time to see what our customers are doing. Obviously, an explosion of SaaS applications and when we start to think about macro trends, explosion of endpoints, explosion of data. And now you compound that with a labor surge, which I know if anyone's looking, Bumi's hiring more than we've ever hired in our life. And obviously, we're all seeing this in space. So now, you're basically a high productivity, high time-to-value toolset like Bumi is an imperative. It's no longer a luxury. And we're seeing that accelerate when our customers are viewing with us. You heard it, and Chris talked about 189,000 unique endpoints that we now connect to. That's the power of Bumi. You do that in minutes and that's happening every single day. So again, just extending our footprint, extending what our customers are doing, really taking advantage, continually in these macro trends that we're seeing that are real tailwind for the business right now. So we're really excited and our customers are just pushing boundaries every day. We're excited to work with them and see what we can do with them. You know, Chris, Dave Belan, today we're talking about, how do you tell the next big breakout success is rogue usage, shadow IT. When you have rogue users, that means there's some innovation happening. You guys have a lot of customers that are hiring because it's all new. It's all new innovation. Mandy, this is kind of like a marketing opportunity. It's like, rogue is not a bad word here. This new functionality, you guys are showing the market that you go with Bumi, you can get more value and then new things just emerge, new positions open up, value is being created. It's kind of a sign of value, not a negative, it's a positive. Yeah, absolutely. We give our customers the ability to iterate quickly and innovate quickly, right? They're looking to modernize, transform and innovate in terms of their new business models, right? The world we live in today is all about dying or innovating. And so there's really no choice. We abstract away that complexity so our platform gives people the ability to go build quickly and realize time to value. So that's really the thought leadership that's coming out of our hands. You know, I love Andy Jassy, former CEO of AWS. Now the CEO of Amazon always said, Chris, you know, he's no compression algorithm for experience. And he always talked about Amazon being misunderstood. And then finally people go, oh my God, that's the formula of success. And then they're late to the game. A lot of similarities in the Bumi culture with a lot of undifferentiated heavy lifting you guys take away and create new opportunities. This is an operational opportunity for customers. What's your quick comment on that? Well, look, I mean, I love the quote. I mean, again, 26 billion minutes of working with our customers directly. That's a perfect way to put it. I mean, it's a mode. There's no substitute for that. Trying to bring that to bear every day. And again, with just the imperative of being agile, speed, time to value. I mean, Forster did a study recently, you know, Bumi 65% faster in terms of building integration relative to manual coding and more importantly, legacy metalware. And these are now just imperatives. They're not luxuries anymore. So again, you know, when we take to, you know, we bring to bear that 26 billion minutes, everything we do from a success award, which is now double, more than double from a footprint, you know, over the last 12 to 18 months. And again, trying to build more and more people into that organization. But kind of, I mean, success has been part of our DNA since day one. I mean, you know, the thousand plus Bumi people across the globe. It's what we think about every single day is how to make customers successful. And again, to your point, there is no substitute, you know, for the experience of the brand. You know, we've been covering Bumi for a long time. Maybe you know that. And we kind of got the picture right away. And you mentioned Chris, some of those KPIs, those are real value points that you look to. But ultimately, you guys have been successful. And I think one of the tell signs is customer, customer value. You always have great customers. So customer success, this is a past term, SaaS term, I past term is part of the, of the cloud. You have to have customer sets built in from the beginning. You guys always had that as part of your culture, customer success organizations and operations. What's the update, Chris, with customer and customer success? Yeah, again, I mean, you know, more than doubling the team over the last 12, 18 months in building this even more into the DNA of a Bumi overall, we've completely overhauled what we think is a world-class onboarding experience for both our new customers as well as our existing customers. Because John, you brought it up. You know, call it road, call it whatever. I mean, you're existing customers and people at that footprint that are learning Bumi every day, you want to give them the best onboarding experience too, so that they can accelerate their journey with Bumi, which kind of gets into the Bumi version, our whole community, which when we were together last time face to face, you know, in BC, we launched just two years ago, we're now over a hundred thousand members of part of our community growing every single day. Incredibly excited about that because that brings their knowledge base to bear, all of their experience. And again, it really brings what customers want, which is they really want to interact in a digital way. And the Bumi verse is so, you know, so much significantly different today when you think about the number of knowledge base articles, the number of marketplace type vehicles that are available bringing together now forums and light cohorts can start talking to each other about what they're doing with Bumi and so much more to come as we get into this new year. But again, you know, the Bumi verse is so vibrant now it's kind of a force multiplier for Bumi in terms of our reach and more importantly how our customers are learning from each other every day. Yeah, and just to take on to that, John, over 38% of our customers are publicly running somewhere. There's a movement here. Industry averages are high to one's max. So, you know, the platform really sells itself and customers now in date value the platform in a very vocal way. We're very grateful for that. I think you guys are a great example of product market fit and go to market fit as people look at these metrics. You got to nail customer success, which from day one you got to have the usage metrics. You got to have the integration now you got hyper automation. And as you start getting the ecosystem handy you got a branding opportunity here. You got, you have our ecosystem which is another tell sign of success when you start having that word of mouth. I remember when shadow IT was kind of like poo poo but that was the rogue behavior which became the cloud. You starting to see you guys see this ecosystem you've kind of crossed the chasm great opportunity for your brand. What's your reaction? Yeah, absolutely. And we haven't done any brand work yet, right? That's coming. So, you know, we're just getting started. Okay, so I have to ask what this viral thing going on that's going to go boom, go, boomy it. So a lot of kind of double inch Honduras there IT it boom, you know, everyone knows that icon on their text boom, you know, it's good things are booming. What's going on? Give us the update. Go boom it, boomy it. Yeah, so it's go boomy it. And this was something that our customers brought to us during the pandemic. We didn't have much opportunity, obviously. We were all sitting behind our computer screens. So we decided that we were going to start to hold wine and cheese fairings, you know, conversations with customers just to check in, see how they're doing, see how we could help and get them together to share a story of how they're handling, you know, disruptions to their business. So over the course of several months talking to customers globally, I started to hear people say, well, I told my so-and-so just go boomy it because, you know, it'll get done. If you have a problem, it doesn't matter what it is, just go boomy that. And all of a sudden it crystallized for me. Like, you know what, this is a movement, boomy is a verb, we're there. And so this wasn't something the marketing team dreamt up. This is something we've heard from our customers and have taken it to market now as a rally car. Our team members talk about it, our customers are talking about it. And really again, it's a testament to the pervasiveness and capability of this platform. You start with the enact, but you're able to grow with us as your business changes and opportunities rise. Well, you know, that's a really good indicator of net promoter score kind of vibe when people are giving you your marketing slogans from happy customers. So really great congratulations to the whole team there. Can you give us some specific examples since you mentioned referenceable customers of customer examples and take me through some of the highlights in your opinion that kind of show where this is going in terms of customer use case and value. Yeah, I'll start with one that's very near and dear and obviously very relevant, Maderna, right? There's been some press on Maderna here recently. You know, they were in the race to find a cure for COVID-19. They were looking to bring on new employees and they couldn't bring them on fast enough. They couldn't onboard these people. So they leverage boomy technology to do an integrated pursuit of driving customers onto their employee platforms. So we were able to accelerate their onboarding, cut that time in half, so they could actually start working on what mattered so that undifferentiated them was lifting around the administrative tasks as though she was getting my social security number, as well as other aspects that we all have when we're joining a company. That's automated, you can get to work faster. So that really helped improve drug development time and make a real difference in terms of getting this vaccine to market. So that's one tangible example. Second example, customer of ours, joint customer with NetSuite, Corsical, they had to find different routes to market, right? And so they went direct to consumers. So they expanded their business through a global pandemic by leveraging boomy technology and integrating your commerce with their financial systems to be able to get to customers directly and also manage their own channel in a new way. So again, new business model emerged. Innovate or die, they innovated, right? Great win. We have another customer in India that's a government, small country, citizens had to go in in person to get their health ID cards. Well, offices are closed, nobody's allowed to go in person anymore. Within one week, they digitally transform so they could disseminate health care cards in a critical time in a global pandemic to their citizens and have them get health care. So three tangible examples of how we just in the last 18 months have been able to help these customers in great success points. So Chris, you guys have been operating a great business. Okay, now you're on your own, you're independent, you've got some great financing partners behind you, independent company, great trajectory, building on that. A lot of economies of scale, you guys have built into it. Mandy, you got great customers. Where's the next journey for you guys? Take us through the operational growth strategy for booming. Well, look, I mean, obviously we're on a hiring screen, we're hiring than we've ever done. And that's pervasive across the entire business, real focus on product engineering, to our go-to market. But we're also, you know, when you heard Chris and Ed on this, I mean, we're really redefining iPass once again. I mean, when I think about what I'm most excited about, it's a few things. A, we're violently aligned from kind of call up the chairman of the board to the newest team member of Booby now. You know, we know what the opportunity is and we're all aligned to go try that. But as importantly, it's what we're doing from a product perspective. You know, when you've heard about the intelligent, you know, connectivity, you've heard about automated connectivity, what we're doing from a discover perspective, EDA, you know, everything we're doing in the marketplace, really accelerating what the adoption opportunities are for Booby across, you know, the whole Boobyverse and across all of those new customers that we're acquiring. And then ultimately seeing what they do. I mean, again, I love what Mandy says. I mean, it literally always, I feel so strongly about this. Booby should be a hub within every single company in the world. I mean, it literally should be go Booby it because the opportunities are expansive and endless in terms of what we can do together. And that's what I'm excited about. It's really kind of unleashing, you know, this company on the world to see what we can do next. It was we really think about this next iteration. Mandy, real quick to you, when people say go Booby it, when your customers say that, what does it mean for them? Why are they saying it? Take us through some of the psychology and some of the implications of and the meaning of the word go Booby from a customer perspective. Yeah, great question. I think it's first of all, it's a testament of trust. Right? It's just going to work. All right, so go get it done. It'll be fast. It'll be easy. It is not complex at all. Drag and drop visual interface. Just go make it happen and go move on to the next piece of it. Data is critical, right? It's the lifeblood of any organization or that backbone of connectivity that gives our customers the confidence to go to the firm that this requires. Awesome stuff. Chris, final word for you. If you can just share in your opinion, if you talk to your customers out there and future customers, what would you say to them as you guys go to this next leg of the journey for Booby, what would you say to them? I would say come partner with us. Come understand what we can do for your business. Come understand what true intelligent, automated, connected, and localotic in light speed in terms of how fast we can do that with you. And let's go explore the art of the possible together because to me, that's what Booby, it's all about. Awesome, Chris. Great to see you, Mandy. Great to see you virtually. Can't wait to see you in person next event. And congratulations on all the success and looking forward to covering the next leg of the journey of Booby. Thanks for coming on. Thank you, John. Thanks. Okay, this is theCUBE coverage of Boomies out of this world event. I'm John Furrier, host of theCUBE. Thanks for watching.